Senior Manager, Key Accounts – Providers

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage and expand a portfolio of provider accounts following implementation and ordering.

• Develop account strategies that include growth targets, risk assessments, and subsequent actions.

• Oversee performance metrics related to accounts, sites, providers, adoption rates, ordering, and activation.

• Formulate scalable coverage solutions for smaller practices, which may include group training sessions, office hours, and practice-oriented resources.

• Discover and cultivate opportunities for expansion across various sites, service lines, provider groups, and product offerings.

• Design and enhance playbooks focusing on adoption, account health, retraining, and expansion efforts.

• Identify and address barriers related to workflows, staff turnover, reimbursement issues, billing, payers, and champion engagement.

• Foster advocacy relationships with executives, provider leaders, practice managers, and clinical champions.

• Conduct ongoing educational sessions for new prescribers, sites, and practice personnel.

• Manage escalations across Sales, PECT, Market Access, Clinical, Product, IT Implementation, and Legal teams.

• Collaborate with Sales on contract modifications, pricing strategies, and forecasting activities.

• Deliver updates to senior leadership and customer sponsors that are tailored for executive review.

• Utilize Salesforce as the authoritative source and leverage dashboards to highlight adoption, risks, and growth indicators.

• Conduct Quarterly Business Reviews (QBRs) and Joint Operating Committees (JOCs) using order and activation analytics.

• Work with Finance on account reporting, invoicing, forecasting, and resolving any invoice-related issues.

⛳️ Requirements

• Minimum of 8 years in healthcare client success, account management, or related field roles.

• At least 4 years in a customer-facing account position within a medical device, diagnostics, digital health, or PDT company where provider ordering directly impacts revenue.

• Proven success in increasing utilization or order volume across health systems and smaller practices or provider groups.

• Practical understanding of fee-for-service models, HCPCS/CPT codes, charge capture processes, and denial management.

• Knowledge of provider economics and reimbursement risks.

• Established credibility with clinical, operational, IT, revenue cycle, and executive stakeholders.

• Capability to translate utilization data into actionable plans and a credible ROI narrative.

• Experience with Salesforce and Looker (or similar data visualization tools).

• Strong organizational skills, along with risk and issue management capabilities, and consistent follow-through.

• Bachelor's degree is mandatory.

• Willingness to travel 30–40% for in-person provider engagement, training, and account assessments.

• Experience in training, mentoring, leadership, or developing playbooks is preferred.

• Experience in sleep medicine or behavioral health is a plus.

• Clinical licensure is not a requirement.

🏝️ Benefits

• Remote-first work environment.

• Position can be located anywhere within the United States.

• Equal opportunity employer.

• Consideration for qualified applicants with criminal histories in accordance with the San Francisco Fair Chance Ordinance.